Founders sell differently than reps because they carry built-in trust and can credibly promise roadmap items customers believe. Sales reps lack that authority and can't as effectively show the money.
Not only will they not trust the seller because they're a seller, not the owner, but they can't sell like the owner does. And I don't just mean because of the trust that's built in there, but also when the owner says we have this or this is coming in 3 months, even if it's vaporware and like they're just putting it on the roadmap that second in their mind, people will believe that. Whereas if a rep can't show them the money, so to speak, they can't show
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
